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Small Business Lending

Designed to provide an understanding of the underlying business strategies critical to a successful SME business proposition.  It describes how the key external and internal players contribute to a successful and profitable business proposition through different economic cycles and in different competitive cycles.


Program Objectives: 



  • Understand the SME business proposition and how it fits into the overall retail business strategy.

  • Develop the ability to recognize and implement the critical elements to evaluate, launch and grow SME business relationships.

  • Knowledge of how to successfully develop and manage a SME relationship sales process.

  • Understanding of how to identify and manage SME risks to include problem recognition and remedial management.

  • Understand how to organize the process to provide high volume, small transaction lending, to include use of credit and behavior scores, definition of infrastructure requirements and Credit Cycle organization.


Target Audience 


  • Business Managers responsible for small business relationships

  • Sales and Credit Cycle staff supporting small business relationships

  • Compliance officers, internal auditors and operational risk managers

  • Marketing team, fraud managers and collection managers


Course Delivery:

  • Core techniques:  Lecture, group exercises and case studies

  • Additional options:  computer simulation, pre-course readings, daily and final exams

  • Duration:  Two to four days, depending on topics covered and delivery methods


Course Delivery Options:


  • Client can include special topics presented by its staff

  • Use of daily and final exams to test knowledge and identify areas for special focus

  • Pre-course assignments to cover basics information outside of the classroom.

  • On-site consulting by the instructor immediately after the course or as a follow-up to the course

  • Remote follow-ups and participation by the instructor after the course

  • Train-the-Trainer of the client’s staff to conduct future offerings of the course

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